Author Archive
I Had No Idea…
Posted by: | CommentsOne of the perks of being in the aesthetic industry is that I get to try new cosmetic treatments and procedures so I take full advantage of that when the opportunity presents itself.
So, I happen to be visiting one of my plastic surgeons who lives nearby because I wanted to drop off some of his patient-attraction Endless Patients tools so I got to stay for a little injectable rejuvenation. Well, he gave me some Botox for the glabellar – normal. But he also put a little filler in there to soften the concave look and give me a fuller look in that area. I can’t say I look 25 again but I can say that was a great little perk!
I’ll bet most of your cosmetic patients don’t know about this little technique. It could be just the differentiator from your competitors you needed. If they don’t do it or they do it but don’t tell anyone, there’s your competitive edge.
So here’s the strategy. Turn that little juicy perk into tons of value for your patient (that equals tons of value and free PR for you as well):
- -Make a 2-4 minute video about it to add to your website under “What’s New”
- -Add that video to YouTube
- -Make a video of your patient talking about it and saying how much they love their result. Add that video to your website, blog and YouTube
- -Write blurb for your patient newsletter and show before/after pics
- -Mail letter to other like-minded patients just like the patient you treated, show before/after pics and include special offer with tight expiration date for them to have it done
- -Turn into a special for the month; i.e., every Botox treatment gets a little free “lift” during the month of May
- -Throw in as a perk when they sign up for laser packages (rather than discounting)
So here’s the point. I’m sure you’ve put your own little spin on almost every procedure you offer. To you, it’s common sense. To your patients, it’s genius! And New. And a “gotta have it” from you!
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
How’s Your Staff at Converting?
Posted by: | CommentsDid you know that 20-30% of your potential new patients are lost on the initial phone call to your office? While you may have a great team of office staff members, they not be effectively trained to efficiently promote and sell your practice to the individual on the other end of the line. Click Here to Read More…
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
High-Ticket Patients Exercise
Posted by: | Comments
Plastic Surgeon Marketing Exercise for High-Ticket patients
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
Retention is the NEW Patient Acquisition
Posted by: | CommentsOdds are you lost patients this past year. And, odds are, you can’t say for sure how many you lost, who you lost, why you lost them (it’s not all about the economy) or where they went and are now.
If you do nothing different, you’re going to experience lost patients again this year and in bigger numbers. You can tell yourself patients today just want discounts are whatever else makes you feel better by not taking any responsibility for losing these valuable patients.
So here’s my advice to take or leave:
A great way to make more money is to STOP losing patients. It would take a minimal amount of effort and money to keep in touch and keep these patients coming back for more and referring their friends.
How much should you invest in keeping these patients? Determine what a patient is worth to you for their lifetime, what it costs to replace them (16x that amount) and there’s your answer.
You have an opportunity here if you see it. Most aesthetic physicians do nothing or very limited effort doing anything proactive to retain and keep patients.
There’s your opportunity.
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
What’s Your #1 Asset?
Posted by: | CommentsThe most valuable asset you have is a list of high-value patients and prospective patients who care about their appearance. You know they care because they have called your office, attended your events, referred their friends and paid you for aesthetic enhancement.
This patient, who already knows you, likes you, and trusts you is golden to you. They have endless needs you can help them with for years to come. I guarantee, they want to be educated about the youth-defying opportunities available to them and want that information from a credible source – YOU!
Aesthetic Patients Have Endless Needs
The beauty (pun intended) of aesthetics is this very thing: you have patients with endless needs. If an aesthetic patient wants to look good today, they also want to look good tomorrow and next week and next year and year after year.
So, if they come to you for a loss-leader such as a facial, they will stay for more, and continue up the ladder to higher-priced procedures. Conversely, if they come for a high-ticket surgical procedure, they will move down the ladder to perfect or maintain it with the lesser procedures, treatments, and products.
Your aesthetic patient who likes to look good and feel good is in relentless pursuit to keep those good feelings going. So when you improve one part of her body, she’ll most likely turn to the next part of her body. It’s almost like renovating your home. When you renovate your kitchen (and you absolutely love the results), don’t you naturally then want to renovate your bathroom?
The pearl here is to develop a relationship with your existing patients – who have endless beauty needs – so they return again and again.
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
“Not Now” or “Not Yet”
Posted by: | CommentsYour aesthetic patient is often an inconsistent decision-maker because they base their decision on emotions that are subject to change. You may or may not know what triggered a patient’s “no”; they might have gotten sticker shock, perhaps they had no idea the downtime involved, or maybe they were simply not in the mood to commit.
However, just because they said no to you today does not mean they will say no forever. Most likely, they are saying “Not Now” or “Not Yet”. Think about it – if something bothers a person about their appearance, it doesn’t just go away as time goes by. More often, it continues to bother them and eventually they decide they must act.
The best strategy is to keep in touch with these prospective patients via in-house events, patient newsletters and special offers so they return to you, and ONLY you, when they are ready.
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
What Do Bad Phones Cost You and Your Bottom Line?
Posted by: | Comments
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
New Patient Strategies for 2011
Posted by: | Comments
Do you agree with me? If so, why and If not, why not? I’d love to hear your thoughts.
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
What Are Your Patients Saying About You?
Posted by: | CommentsUnless you’ve been on a deserted island for the past year or two, you know patient reviews are part of your new reality.
Thanks to peer-to-peer forums, Yelp, and countless other review sites, you are being scrutinized by your patients. Good or bad, they are talking about you.
Here is what you can do to ensure that talk is all good:
A “WOW” Patient Experience
Make your patient feel special and cared for every single time they call or visit you. You are in the business of feelings, so do everything you can to make your patients feel cared for and cared about. That encompasses their entire experience with your office – from your receptionist answering the phone in a friendly manner, your staff greeting visiting patients with a smile, and your building rapport with those patients so they feel comfortable.
Give Them Satisfying Result
Give your patients a good result. Make sure it’s a result they are happy with; something their friends will comment on. A look they feel was worth the money. And, by all means, address any concerns a patient might have about the result they got. You cannot afford to ignore their dissatisfaction, because that’s when they turn to the internet to vent their frustration with you.
Ask for Feedback
Be proactive about what is being said about you on the internet. When your patient tells you how happy they are with their result, ask them to share their story in a testimonial either in writing or in a video. You could give them instructions on how to give you a good review on review sites, or you could mail/email them a post-op survey. Make sure to thank your patients for their feedback and for their interest in helping spread the word about you to other would-be patients.
Stay Informed
An easy way for you to monitor what is being said about you in cyberspace is to set up a Google alert using your name and your practice name. Google will email you anytime your name(s) are mentioned. That will give you the opportunity to address issues and/or maximize nice things being said about you.
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
Who Are You?
Posted by: | CommentsThe more aesthetic websites I look at, the more I see the same things over and over. Same tagline about how much you care about your patients, same image of a super young girl that doesn’t look anything like your “preferred” patients, same-same-blah-blah. That’s not how you get new internet patients to choose you over your competitors.
Break out and be different! Use what you have that nobody else has – your personality!
Nobody is like you, so use that to your advantage. Start with your Home Page: make it a welcome page with a video of you welcoming them. Be yourself. Be authentic. Let the prospective patient see the real you, and they’ll be attracted to your different approach. Talk to them on your video just like you would if they were visiting you in person.
Now add more videos of patients singing your praises. While you’re at it, show a video of your staff and your office; knowing what to expect will make these prospective patients much more comfortable booking an appointment and showing up.
The more personality you can build into your website, the more prospective patients will say yes to you, instead of all the “more of the same” websites and doctors out there.
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For a free download of Catherine’s book, Visit www.YourAestheticPracticeBook.com or call Catherine at (877) 339-8833. Her firm specializes in creative patient attraction – conversion – retention strategies to drive aesthetic profits.
